In today’s dynamic business landscape, women are forging ahead in various professional domains, leaving an indelible mark on the field of business development. With skills encompassing relationship building, effective communication, empathy, collaboration, adaptability, resilience, and networking, women are reshaping the industry, propelling growth, and nurturing inclusive work environments. Among these accomplished professionals is Anna Mackay, an exceptional individual who exemplifies the success that women can achieve in business development. As a Business Development Manager at Bechtel Corporation, Anna brings a wealth of expertise in the built environment, operational airports, and infrastructure sectors across Australia, the UK, and New Zealand. 

Anna’s professional journey has been marked by her ability to establish and cultivate robust working relationships. Her strong communication skills allow her to connect with individuals at all levels, fostering collaboration with clients and internal stakeholders alike. By building load-bearing relationships, Anna creates an environment conducive to teamwork, which is crucial in delivering complex projects within demanding timelines. 

Seizing Opportunities 

Anna embarked on her journey into the field of Architecture at Victoria University in Wellington. However, she often questioned her decision, as she was more interested in the delivery side of design and construction. Additionally, the first year of her studies involved a significant focus on fine arts, which further perplexed her. Despite these uncertainties, Anna managed to complete her first year. Yet, she soon realized that Architecture wasn’t her true calling and decided to switch to Building Science with a specialization in Project Management. 

Anna’s natural inclination toward organization and goal orientation made the transition a perfect fit for her. As she progressed in her studies, Anna found herself among a mere three women in her year, surrounded by sixty male classmates. This gender imbalance gave her a realistic glimpse into what her initial years in the industry might entail. 

Upon completing her degree, Anna secured a job immediately. The recent earthquakes in Christchurch and Wellington had created a high demand for project managers in engineering and construction companies, seeking assistance with the rebuilding efforts. Anna’s first role as a project manager in Wellington focused primarily on the seismic strengthening of heritage buildings. This experience provided her with valuable exposure to working within live operating environments, presenting new challenges and opportunities for growth. 

The allure of managing projects in such dynamic settings fueled Anna’s desire to explore infrastructure mega projects, and she was captivated by the challenges they entailed. The multitude of moving parts, intricate interfaces, and complex problems that arose in these projects constantly kept her on her toes, making each day unique and compelling. 

Over time, Anna’s skills and interests naturally led her to the realm of business development and strategy. For the past five years, she has been fully immersed in this domain. Anna thoroughly enjoys shaping the future of a business, analyzing the market, and devising innovative solutions to address clients’ challenges. Whether through novel delivery and contracting models or other means, she finds great satisfaction in her client-facing and fast-paced role. Anna wholeheartedly recommends the infrastructure sector to anyone seeking an engaging and fulfilling career. 

Exploring New Horizons 

Working for Bechtel has been a remarkable experience for Anna, as the company’s global reach and diverse portfolio of projects spanning infrastructure, mining, renewable energy, oil and gas, as well as security and environmental sectors, have allowed her to continuously explore new opportunities and locations—an aspect she highly values, ensuring a wide range of possibilities for career diversification and growth. 

On her very first day at work, Anna encountered a colleague who, despite being just a few years older, had already worked on six different projects in various parts of the world. This encounter left a lasting impression on Anna, highlighting the company’s potential to shape one’s career according to personal preferences and ambitions. 

Throughout her tenure with Bechtel in Australia, Anna has consistently been amazed by the caliber and diversity of people the company attracts, which has resulted in an accelerated learning curve over the past five and a half years. The stimulating environment and talented colleagues have pushed Anna to exceed her own expectations. 

Aligning Actions with Business Goals 

One of the most valuable pieces of advice Anna ever received was the concept of “eating the frog in the morning.” This principle emphasizes tackling the most challenging or difficult task on one’s to-do list first thing in the day. By accomplishing the toughest task early on, Anna has found it instrumental in effectively managing deadlines and prioritizing her tasks, even if they are not particularly appealing. This approach has significantly contributed to her ability to stay focused and productive. 

In her current role, where multiple prospects are constantly being considered, Anna often finds herself juggling numerous responsibilities. To navigate this dynamic environment, she emphasizes aligning her actions with the needs and goals of the business, ensuring that her prioritization efforts contribute to achieving those objectives and delivering the most value possible. 

Another valuable piece of advice Anna received is to “zoom out.” It’s easy to become engrossed in the minutiae of details and deadlines, often feeling overwhelmed by a sense of urgency for everything. However, taking a step back and adopting a broader perspective can be incredibly beneficial. By zooming out, Anna gains a clearer view of the bigger picture, allowing her to realize that not everything is urgent and that stressing over the small stuff is counterproductive. This advice has taught her to maintain a sense of perspective, reminding her that life is too short to get caught up in unnecessary worries. 

By combining the practice of eating the frog in the morning and zooming out to maintain perspective, Anna has honed her ability to effectively manage her workload, prioritize tasks, and maintain a healthy work-life balance. These valuable insights have become guiding principles in her approach to handling challenges and striving for success. 

Authenticity in Building Strong Relationships 

Anna’s approach to building strong working relationships with clients and internal stakeholders revolves around authenticity. She believes in being true to herself and not trying to portray someone she isn’t. Recognizing that clients are perceptive, she understands that they can sense when someone is being disingenuous. Instead, she recommends that people embrace their natural demeanor, whether outgoing or more reserved. This authenticity allows both colleagues and clients to feel more comfortable, as they can relate to someone who is genuine.  

In managing expectations, Anna emphasizes the importance of honesty and transparency. She recognizes that surprises are generally unwelcome, whether dealing with government or private clients. Everyone has superiors or stakeholders to report to, and being caught off guard can undermine trust and damage relationships. Therefore, Anna makes it a point to be upfront and open about project updates, challenges, and potential issues. Being involved at the initial stages of projects allows her to provide honest feedback on delivery models, contracting structures, and constructability. While not every client may appreciate this level of transparency, it is a personal value that guides Anna in her interactions. By being honest and proactive in managing expectations, she strives to build stronger relationships based on trust and open communication. 

Anna’s authentic approach and commitment to honesty enable her to establish a positive rapport with clients and internal stakeholders. By recognizing and embracing her own strengths and communicating openly, she fosters an environment of trust and effective collaboration. 

Project Management in a Fast-Paced Environment 

Working in operational airports poses unique challenges for project management due to the fast-paced and stressful nature of these environments. The critical path is crucial, as missing deadlines or incomplete work can have significant consequences since the airport is constantly in use. Precise coordination and detailed front-end work are necessary to ensure everything is in place before entering the operational environment. 

Health and safety management is a challenge in operational airports, as it extends beyond worker safety to include the well-being of the general public. Adhering to the health and safety plan is vital to dictate how, when, and where work is conducted. 

Reputational risk is a major concern for clients and contractors. Flight delays, cancellations, or disruptions caused by construction can result in complaints and media attention. Mitigating disruptions through detailed planning is essential to manage reputational risk. 

Despite the challenges, successfully executing projects in live operational environments is highly rewarding. Overcoming complex problems and delivering projects amidst adversity provides a profound sense of satisfaction for managers like Anna. 

Staying Informed and Proactive in a Dynamic Industry 

In her strategy role, Anna emphasizes the importance of staying updated on industry developments. Being proactive rather than reactive can make a significant difference in winning projects. She acknowledges the support of her company’s exceptional global communications team, who keep them informed about major industry changes. However, she recognizes that the smaller, localized shifts are often the most crucial. 

Anna believes that building strong relationships with counterparts in other companies, clients, and industry organizations is essential for staying informed and seizing opportunities. Leveraging these relationships allows her to stay connected and keep her finger on the pulse of industry trends. Within her own company, Anna values the experienced individuals who have been in the industry for a long time. They possess valuable insights and are often able to anticipate changes before they are officially announced. Anna seeks guidance from these knowledgeable colleagues, observing the signs they look for and learning from their expertise. Their patience and mentorship have been invaluable in her professional growth. 

By actively engaging with industry updates, nurturing relationships, and learning from experienced professionals, Anna maintains a proactive approach and maximizes her ability to identify and capitalize on opportunities. This dedication to staying informed and learning from trusted sources contributes to her effectiveness in her strategy role.

Embracing Cultural Differences 

Throughout her career, Anna has had the opportunity to live and work in three different countries and visit various international offices and projects. While New Zealand, Australia, and the UK share similarities in the infrastructure sector, she has observed differences in how people interact and conduct business. 

As a direct and upfront person, Anna initially faced challenges in the UK, where a more nuanced approach to communication was required. Recognizing the cultural differences, she adjusted her approach to better engage with colleagues and clients in the UK.

Anna emphasizes the importance of respect when living, working, or visiting any country. While mistakes may happen, making the effort to understand and adapt to local customs and norms is crucial. She strongly believes that multicultural teams yield the best results, as they bring diverse perspectives, lessons, and innovation to the table. 

Anna’s experiences highlight the significance of cultural sensitivity, adaptability, and open-mindedness in fostering effective collaboration and achieving successful outcomes in an international context. 

A Path to Success in Business Development and Front-End Advisory 

Anna advises aspiring individuals in business development or front-end advisory to start with project management, as the skills acquired through hands-on project delivery are invaluable when advising clients on future projects. Practical experience on-site provides a unique perspective that reading alone cannot offer, allowing Anna to bring added value to her role. 

She suggests exploring various areas within the industry at the beginning of one’s career. Trying different project types, such as buildings, hospitals, rail lines, and airports, offers diverse learning opportunities and helps in identifying personal preferences and areas of expertise. This exploration enables individuals to discover where they can make the most significant contributions. 

Anna’s final advice is to find mentors. Throughout her career, mentors have played a crucial role in her learning and success. These mentors can be from within or outside the company, at various levels of experience. Anna emphasizes the value of mentoring others, drawing from her own positive experiences, and hopes to inspire and assist others in their professional journeys. 

Over the past decade, Anna has observed positive changes in the industry, including a greater focus on collaboration, inclusivity, and diversity. These shifts have created a more welcoming and enjoyable environment for her. Anna finds joy in being part of an industry that emphasizes these aspects.

Website: https://www.bechtel.com/